Strategic Selling Tips: Send Us A Quote
How often do you hear,”Just send us a quote”?
Makes you nuts, right? I feel like saying, “What am I, a quote monkey?”
People just looking for quotes either don’t value what you sell, don’t know the value you offer (you do offer value beyond the item, right) or they already know what they want and from whom they will acquire it so they just want a second or third bid to give to pass “upstairs” to “prove” they got the best price.
Here’s what you tell them when that happens:
“Sounds like you’re looking for a peddler of products. Let me give you the name of my competitor. He’s cheap and proud of it.”
Harsh? A little. But so are they when they just call and ask you to dance like a chicken in a circus.
Seek to add value. Strive to prove it in everything you do.
If push comes to shove and you know your arch nemesis is in on the deal and you want to either make them drop their prices even more or you want to buy the business (sometimes it makes sense) then go in really low. It does you no good to be second-cheapest. Go low and hurt the competition.
How you protect yourself and leverage that sale for future profits is the subject of another post.
